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Selling 24 Deals In A Week And Dominating Texas - Jared Ioelu
0 Playsin 1 hour
This episode is a rerun of Jared Ioelu's transition from pest control into a powerhouse in solar sales. He highlights raw productivity, commitment, and accountability that every sales rep should embody; instilling pride and self-growth into sales and maintaining a fruitful work culture with his team.
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Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
00:00:19
Speaker
I teach you avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a solopreneur, you might ask? A solopreneur is a new breed of solopreneur that is willing to do whatever it takes to achieve mastery, and you are about to become one.
Interview with Jared Uelu
00:00:41
Speaker
Okay, we're here with Jared Uelu.
00:00:44
Speaker
Yes, sir. We're jamming here on a podcast out here in Dallas, Texas. I'm excited to be with Jared because he has mastered the art of sales. He's crushing a ton of deals. Number two office for all the pure, right?
00:00:59
Speaker
Yes. Okay. ah Coming for number one, but they're closing tons of deals, having lots of success. And most importantly, just influencing the lives of everyone he works with. And I know doing a lot in the community. So Jared, thanks for coming on the podcast here with us today.
00:01:15
Speaker
Appreciate you, brother. Thank you. Yeah, it's going good time.
Jared's Noxstar Competition Success
00:01:18
Speaker
And the first time I kind of heard of you and got to know you, were just talking before this, is the Noxstar competition. This guy, he did, what was it, 23 deals in a week? Yes.
00:01:28
Speaker
Yeah, insane amount of deals. I remember at the time, everyone's like, man, this guy's got to be like cheating or something. Yeah. Did you get that all out? like Dude, you know what was awesome was ah the way that we were just held accountable.
00:01:40
Speaker
And I know when Danny and Taylor was like, dude, you've got to post. ah picture with the customer and you've also got a post like the loan docs have been signed yeah for me i made it a point to always make sure that those two things were always posted yeah so that it was verified and that everyone knew that like dude this is legit like you can't photoshop that you know what mean like and so that was one of things like when it came to accountability i wanted to make sure that uh but dude it was it was it was fun man it was fun and it just goes to show that like
00:02:12
Speaker
You know, where I came from, I came from the alarm industry and my best week in alarms was 27 in a week. But I, you know, the stereotype of, well, dude, solar is a bigger loan. You can't just like sell alarms like you sell solar. Yeah.
00:02:29
Speaker
It's like, no, you actually can. Like you can do what you do in alarms. You could do in solar. yeah Right. And so I know in solar, it's like if you have seven in a week, it's a big week.
00:02:40
Speaker
But it's like, why can't you go and do alarm numbers in a solar industry? But yeah, dude, it was fun, man. And that definitely great for that time. And I definitely remember you, dude. You and I were on the same team and we battled hard, man. We just fell a little short, but it was fun.
00:02:55
Speaker
yeah Good experience. I know, next time. So is that one of your goals is like be your best alarm week in solar? and It was. I mean, yeah, coming into it, i just, I just thought because I just had heard like, you know, just all these things about like, dude, solar, you're like, you can't like, this is typically, and I'm like, no, like you could do it. You know what mean? I worked with dogs in the alarm industry that broke those barriers and stereotypes. So I'm like, man,
00:03:20
Speaker
If they could do an alarm, we could do it in solar. Almost every like top guy sees so many people coming from alarms, and that's what they all say is they're just treating it like an alarm cell. Because I think guys that come in fresh from the industry or you know pest control whatever, sometimes they think, oh, this is a way bigger cell, the loan, all that.
00:03:37
Speaker
But it's like, as you make it a big deal in your head, the bigger deal, it's going to be to the customer too, you know? Yeah. um um Well, cool, man. Let's ah ah just real quick. do you want to tell us kind of how you transitioned from alarms to solar and got in the industry and everything?
Transition from Alarm Industry to Solar
00:03:51
Speaker
Yeah, absolutely. ah Just really just looking for opportunity. Okay. So obviously 2020 year, COVID year, interesting year, right? A lot of ah things happen. Obviously we know the pandemic, but it was actually my biggest year.
00:04:03
Speaker
Most money I've ever made, most alarms I've ever sold. and the opportunity presented itself after the summer with solar here i am in texas dude so yeah um but yeah no got back on the uh got into the industry back in 2011. okay as i was sharing with you after lunch today uh you know i had a companion and a missionary that i served with uh dude what's funny is he so he uh he's like dude He gets home. He starts writing me. He's like, bro, I just bought myself a brand new BMW. I'm like, wait, what? you You found a job that quick you're making. like, no, dude, door to door. Like, what are you doing after the mission? You going to school? I'm like, no, I'm not going to school.
00:04:36
Speaker
And he's like, dude, just sign these papers. Sent me like a thick packet. You know what I mean? And I was like, cool. He's like, dude, just come sell with me, dude. Like, I'll help you make a bunch of money. And so i'm like, but i don't have any plans. Cool. Just sign the papers. Didn't question it.
00:04:48
Speaker
Sent them back. And I was onboarded. Six months later, I get home. And I get my badge, I get my shirt, and I go out and knock but my first year in Houston, Texas. So that's how I got into it, dude. And then just have been in it ever since and never really been the nine to five type of person. but Well, what about ah like solar? is you How many years you do arms for?
00:05:08
Speaker
Yeah, so I did alarms and I did a summer of pest control all the way up to basically 2020. Yes, so it's been two years in the solar game. And I've always heard of solar.
00:05:20
Speaker
Right. But I don't think um in those days when I started with alarms that solar margins were for what they are now. And so the timing of coming to solar. I'm definitely grateful for. it and then just really like everything with alarms and pests, like, dude, that just gives you all the skillset, all the training, all the experience of like how to do door to door, how to build teams, how to master the art of selling skillset and all those things there.
00:05:45
Speaker
And then with solar, dude, it's just like, I look at it as like after college, you go and get your career job yeah and you make the big bucks. Like that's solar for me. Yeah.
00:05:56
Speaker
Seriously, I know. Crazy money right now. um Yeah, great time. um Well, yeah. And so 2020, were you nervous, like coming in during COVID? Because like, i don't i don't know if you'd heard this, but door to door...
00:06:08
Speaker
obviously getting shut down and all that. Yeah. In your head, was it kind of like a big deal or? Yeah, dude, I'm a, it was so just a personal experience. I had been feeling kind of a prompting that I needed to be in a location where I was working year round. I had some stable that I wasn't traveling on the summer program six months on six months off.
00:06:30
Speaker
so I told my wife that I, you know, probably was going to be my last year. if I could find an opportunity where I could be in a market and just work the year round. I just didn't know what was going to be my next move. So 2020 going into it, I said, you know what, I'm going to commit to this year. And then whatever happens at the end of this year, like I want to be able to make sure that I'm following that prompting.
00:06:49
Speaker
And so I was nervous, dude. There was a lot of unknown because it's like you go from and I remember, dude, I was on a blitz in Sacramento in February 2020. Five thirty, dude. five thirty du Everyone get off the doors.
00:07:02
Speaker
There's a, you know, on the news, this like lockdown thing of like people having COVID and all this. We're like, wait, what? You know what I mean? They're like, yeah, get off the doors. Like you can't, you know, be knocking or whatever. It was like, it was a, it was a sacramental thing. It was like a city mandate.
00:07:17
Speaker
So after that you were like, okay, you don't know what to expect. You're going into the summer. You start getting training on like how to knock because you know, COVID, you don't want to expose yourself to whatever.
00:07:28
Speaker
A lot of uncertainty. But at the same time, i was confident and I had no choice but to make that year ah great year. And so the great thing about that year that came out of COVID was I didn't use COVID as an excuse, but I yet used it as a springboard like dude i use it to my advantage and i'm like and everyone's talking about how this year is so crappy i'm having an amazing year and i love it dude like it was dope yeah so in a way i feel like covid helped i know yeah i think it did especially was that part of the reason why you came to texas i don't know if you're considering like other so so here's the thing dude things transpired
00:08:08
Speaker
with the last company and we were in Tallahassee, Florida. i was managing that office for Solaris for alarms. Yeah. vi And we ended up long story short, we ended up finishing.
00:08:21
Speaker
Well, we finished the summer in Tallahassee, but we ended up doing kind of like an extension season in Austin, Texas. And that's what brought me to Texas. Cause I was like, I don't know anyone in Texas. My buddy, that's obviously this the CSO now for pure had sold with him back in 2013. So we've been buddies for years.
00:08:38
Speaker
And, uh, he's like, dude, he's like, come out to Texas, man. Come try a blitz. I'm like, dude, no, I got, I wouldn't move out to Texas. I don't know anyone. Like, um, Born and raised in Utah, like, ah you know, find something Utah or California. Anyways,
Mindset and Discipline in Solar Sales
00:08:51
Speaker
we came out to Austin, Texas, and i was jumping into kind of like the solar scene, per se.
00:08:59
Speaker
i I remember trying to sell a solar deal, and I'm like, dude, what the heck? I don't know how, like, how does this make sense? Call up Tevito. I'm like, dude, Tevito's here in Texas. It's like, well, just asking him.
00:09:11
Speaker
Called him up, and he's like, dude, that's funny you call me. I'm actually in Austin. like We're doing a blitz out here. Wow. It's insane. Yeah. So met with him. um The rest is history, man.
00:09:23
Speaker
Ended up giving it a shot. You know what mean? I was just like, dude, what's the worst that could happen? Yeah. You know what I mean? At least try it out, see what it's like. And we did 11 deals in our first week as a team.
00:09:35
Speaker
So it was like, you set up the appointment, I'll go close it. Yeah, that's good. Let's go. Let's go rock and roll. and You know, with that alarm mentality, youre that work ethic's there and you're just, you're crushing, dude.
00:09:46
Speaker
So were you like, you just, you worked just as hard coming out and doing solar? Because I know a lot of people get into solar with the wrong mindset. We're like, okay, I hear you can make just as much or more in solar. only have to work.
00:09:57
Speaker
25% of the hours or whatever. Just because, yeah, we make so much per deal. It's like you can make that money. But what's your mindset? Just like, going to come work at like alarms and keep in arms. Yeah, dude, you, yeah, that no, my mindset was because the thing about it is you always, you always treat it the same way you treat anything else.
00:10:18
Speaker
And in alarms, we we're always trained, you know, have correlation meetings, work the hours, right? Meet every day. And so, you know, nothing changes. The only thing that changes is the product in which you're providing or selling on the doors.
00:10:32
Speaker
But everything else is just, it it stays the same and you want to treat it that way because when you start to do things that you don't normally do, then you don't get the same results. Right. You know what i mean? And then, you know, you start to get lazy. And so, you know, our team, we're year round, dude, we meet every single day, sometimes maybe not on like a lot of the holidays. Right.
00:10:52
Speaker
But like year round, dude, from January 1st to January 1st, the next year, like it's the same schedule. What is the schedule? What's your typical workday? So now that we're in the off season, the sun goes down a little bit sooner. We'll meet earlier and the summers. We'll meet like at 12.
00:11:08
Speaker
Right now we're meeting at 11. um Downsized our meetings in in terms of time. We're just basically going through it. Meet for about 30 45 minutes. And then um then we're you know, having a team lunch or grabbing lunch and hitting the doors until dark.
00:11:22
Speaker
um But that's, that's essentially the schedule every day. That's been good, man. It's a, it becomes a part of your life, your daily routine. And so that's, that's kind of, it's been cool. We're going two years on just doing this year round. We're so used to the summer schedule where you're just, it's like a five month blitz, right?
00:11:38
Speaker
Yeah, that's cool. Well, yeah, I've noticed that too. is I think as you get guys meeting every day, they just get more of it. Cause I see teams all the time where they go, I'm I don't think guys are going out consistently, but then you ask them how often their meetings, like their meeting once a week.
00:11:54
Speaker
And then they're wondering where their guys aren't like they're getting out late or they're not going out at all. yeah So like every team that has success, they all say, yo, we just meet every day. and Yes. do you no Yeah. No one person is bigger than the team. The truth is, you know, a lot of veteran guys, dude, it I don't need these meetings. These meetings are for the rookies. And was like, no, dude, you actually do need the team meetings because you can't produce the same amount that you're producing.
00:12:18
Speaker
if you're just on your own rather than if you're plugged in and you're showing up to team meeting and you're learning and you're bought in and you're feeding off the energy and the culture and the team success and one of those things that that translates to that is our group me our group me is lit right i mean and we every day it's popping off Everyone that like posted something, everyone goes and likes it. Like when someone gets a set, everyone's going on there and congratulating that one person.
00:12:47
Speaker
It's not this just like two or three likes, like it's everyone's for each other and like everybody eats. That's awesome. DBE, baby. DBE, yeah. Love it, love it. That's sweet. Do you kind of tell people that as they join the team or everyone just sees the group? Follow suit, man.
00:13:03
Speaker
Follow suit, man. Everyone sees everyone doing it and everyone buys into that. And what's cool is like you never have to tell the team to do that. Our culture is each individual. It's just who we are.
00:13:15
Speaker
It's not a made up, hey, guys. We got to go back through and make sure that everyone's, you know, following up on the group. Me or it's it's just who we naturally are as people.
00:13:27
Speaker
We genuinely want to see people succeed and see each other succeed that when my brother goes and gets a set or my brother goes and gets a close. Like I felt like that was my set or my clothes because that like they're just it's juiced up. So it's been it's been pretty cool, man.
00:13:42
Speaker
That's cool. Yeah. I mean, I stepped in your meeting second, but yeah, I mean. Got a lot of poise on the team. did there in I can tell everyone's eating on your team. Everyone's eating. set to do but but So I want to transition a little bit, Jared, just as we get shorter on time. So I know a lot of people are wondering, people like to hear 23 deals in a week. kind of absolutely do it So for all the listeners, are like, man, how did this guy like do 23 deals? it Sounds impossible to most people.
00:14:10
Speaker
So do you want to walk us through like what was your mindset for that week? What
Achieving Momentum and Breaking Stereotypes
00:14:14
Speaker
was your preparation? and I don't know. Yeah. How did you do 23 deals in a week? Yeah. One of the things, you know, coming from alarms, you have that chip on your shoulder you want to make a name for yourself.
00:14:23
Speaker
You want to be able to show people that you can do this. One of the things as Polynesian male in this industry is I almost feel like we instantly come into this door to door game underdogs.
00:14:35
Speaker
Yeah. because of our ethnic group in the sense that like the stereotype of Polynesians in a sense is they're lazy. They don't work hard.
00:14:46
Speaker
ah They take a lot of breaks. They don't last. They quit. And i've I've known a lot of people that have done door to door, but I've also known a lot of Polynesians that that are top dogs, man, that have done really, really well. And I looked up to a lot of them. and I still to this day, and that's always just been my quest and my goal of like changing that stereotype and and letting people know that, dude, we belong.
00:15:06
Speaker
We're not just people that like we work at the airlines like we talked about. yeah We're construction workers and we're only made to carry a shovel. we're We're just as talented. And I think that we have a lot of advantages as Polynesians.
00:15:20
Speaker
and minorities in a sense that our ability to genuinely create relationships of thin air and get people to like you is natural and it's genuine. And that ability to be able to connect with people and that's all sales is, yeah is the ability to be able to really connect genuinely with people, get them to like you, right?
00:15:38
Speaker
And then you're able to essentially persuade in a positive manner. And that's when the transaction happens. That was just kind of that chip on my shoulder, man. It's like, dude, we belong. Polynesians belong. and i was and And my hope was for me to be able to um represent our people. It doesn't matter what Polynesian or what company you work for. If you're a Polynesian in the industry, um if I could be you know a a person that could you know inspire or Essentially, you know, people hear about and be like, dude, he did this and we have a team, we have a culture and it's and it's all love like that. That was my goal. So going into the week, man, that was just that mentality. It was I was closing every single deal like that. That was my.
00:16:19
Speaker
And obviously, like it was just literally one of those perfect weeks where just things happen. Like we talk a lot about momentum in this industry. Momentum is everything. no matter what you' doing, whether in sports, whether you're in the sales game, in anything, like momentum's everything.
00:16:33
Speaker
And it was like little things that started. So like the day, the first day, it was like two or three deals and that momentum led onto the next day and to the next day. And it just kept kept building. Literally. I remember my 23rd deals on Saturday night at like 1030. You know what i mean? Everyone's like, dude, are you done yet? I'm like, no, I'm not done. well Like I am not done.
00:16:54
Speaker
Like, Dude, I can go and sell five more. Like it's 1030, dude. I'm like not even tired. You know what i mean? And Saturday we had a morning meeting at eight. And so that that week was fun. It was a lot of momentum and it was just a perfect storm.
00:17:11
Speaker
You know what I mean? Like in every single deal, like would say like 90% of the deal were both homeowners, both spouses. You know, and I was able to just really just make it happen. Yeah.
00:17:22
Speaker
How I was able to do it, very simple, didn't overcomplicate it. The sales process is very simple. And that's why i love about solar because it's like at the end of it, it's either a yes or a no. Like if you can simplify the process and make it make sense and the numbers are there, at the end of the day, it's like,
00:17:40
Speaker
you're either going to do it or you're not. You know what i mean? And so it it was just it was just one of those weeks, man, to be honest with you. Everything fell into place. Obviously, stacking it in regards to like, hey, if I was in a home where it was like a one-legged, dude, I'm coming back Friday when your wife gets home.
00:17:55
Speaker
Right. Or your spouse gets home. And so a lot of those homes that I was falling back and going back to, closed 80% of those. You know what i mean? and So it was building up. And I wasn't surprised, man.
00:18:07
Speaker
Like 23 deals in a week, I was not surprised that I did that. At the end of the week, Taylor called me. He said, dude, how'd you do it? I'm like, dude, I could have done 30. Like, dude, i like I didn't maximize the whole week.
00:18:19
Speaker
Really? Like there were deals that I i literally could have done like 30 deals. Really? So you got more appointments. Yeah. there's some There were some that I did close. ni You know what mean? and And they were on the fence and I was just like, yeah.
00:18:31
Speaker
And so, I don't know. I had this one-liner. It was like, I remember Ashton Buswell. He said something about like, you know, the referral game. Like if you're in competition, that competition one-liner, it's like, hey,
00:18:42
Speaker
This isn't about you. Or sorry, this isn't about me. yeah This is about you. But let me tell you something that's going on with me. You know what mean? Like there's this competition going on. and You know what i mean? And if I'm like able to maybe drop that, maybe I get a few more deals. You know what I mean? but Did you use that?
00:18:58
Speaker
I didn't, dude. I didn't tell any of them that I was in competition. Like I was just like, dude, don't waste my time, dude. You're either going to do this or you're not. And so if they weren't going to do it, you know, I'm like, all right.
00:19:08
Speaker
My mentality was... everyone wants to go solar with me today yeah and if you're not that one that's fine literally just sign up with your neighbor nice you don't know me so i was on to my next appointment but yeah dude it was it was fun dude so i think uh preparation mentally um momentum right and then you know it's it's just one of those weeks where everyone feels it dude that week where you're just on a row and you're just like dude what the i know just one of those weeks ah Well, and the difference between you and what a lot of people do is they get those couple of deals and they're like, oh, sweet, I didn can take it easy. right
00:19:43
Speaker
I just made $10,000 this week. Let's go take a break. but Obviously, not started, dude. You're on a national platform, so you can't really think that way. And you know you're having meetings with these guys and you you know you're you're like you're literally telling everyone on Zoom like what you're going to do.
00:19:59
Speaker
And if you don't live up to that, dude, then that was cool because it challenged myself. I've always been one that's like, when the pressure is on, dude, the pressure is a privilege. That was one of the things that you know I shared that week is like, dude, pressure is a privilege.
00:20:10
Speaker
You know what mean? Pressure is one of those things where like not a lot of people have pressure. and Not a lot of people. And like to have pressure, it's it's a privilege to be able to perform in that because if you don't have that pressure, you don't have opportunity.
00:20:23
Speaker
You know what I mean? So but it's it's been fun, dude. That was a ah fun event and a fun competition. I know. Incredible. Yeah, the only thing I wish we could have won, but it's all right.
00:20:34
Speaker
I'm getting next time when the competition. But no, this is incredible. weird So were you ah knocking yourself? Were they like knocked? Did you have big team setters feeding you bunch of deals? Yeah, so we had a bunch of setters. We had had a big team last year, so we had like over 30 setters.
00:20:48
Speaker
But then we also had like I wasn't the only closer. There was like five closers. But any really anything that like as I was starting to close deals, everyone was like, dude. Jared's on a roll. Like, let's feed him. You know what I mean? I'm like, dude, feed the other closers. Everybody eats, baby. You know i mean?
00:21:03
Speaker
But what was cool was I had 23. We closed over 42 deals that week. 42 deals, dude. Because had a closer that had eight deals, one that had 11. I had 23. And then a few of them had, like, single digits. Yeah.
00:21:20
Speaker
You know what mean? So it was like, it was week, dude. Like it was unreal. um And we parlayed that into, you know, really the the the entire year, which we did pretty good.
00:21:31
Speaker
But yeah, no, for sure. You know, ah a lot of those setter leads. Oh, yeah. Yeah. Stack that many points. I mean, you're getting, yeah, you close more deals than most people book appointments in a week. So yeah.
00:21:42
Speaker
Yeah, dude. That's when you know your numbers are good. And I didn't understand it because I'm like, dude, this is like, I've only been in solar less than a year. Like, yeah what do you mean this is not normal? You know what i mean? Like, because, you know, and at vi they do a really good job at being able to show you the leaderboard every single day.
00:21:57
Speaker
And so every time I was in solar, I was always thinking alarms. Yeah. Like alarm numbers. Yeah. Like, uh, this is, only got two today. Like two today. You know what mean? Like, it's like, dude, and in, in, uh, in alarms that you're, you're doing 15 to 20 a day.
00:22:13
Speaker
So my mind, I'm like, okay, we need to be doing like 10 to 12 solar deals a day. you know what mean? So like our biggest day is like eight deals in a day. Well, yeah. And so now we were talking before this, I know now you've kind of transitioned more into just yeah the leadership side of things and helping your guys do it.
Journey to Leadership and Team Culture
00:22:31
Speaker
And I know you're not quite as involved as closing and deals now, knocking, but just towards helping others grow. You got this whole everybody eat things, everybody eats on your computer here. So yeah, tell us about that. How did you...
00:22:43
Speaker
I don't know what went into you kind of transition to more into the leadership, helping your guys. What's this whole idea behind? and Yeah. Some what you got going here. Duplication, man, essentially duplicating your systems and your processes, being able to develop leaders so that you could duplicate yourself and that you could put yourself in a position to be able to help them and grow them um in the into those positions and and continue to help them to grow.
00:23:06
Speaker
And I can do a lot of those things. Right. If I'm not always knocking the door, if I'm not always closing a deal. Yeah. um If I could teach someone how to do what I've done and to be able to have the same success in regards to closing setting and recruiting, then essentially that's where we can scale and we can truly grow.
00:23:24
Speaker
But the always the biggest thing is everybody eats. So where did that start? It started with understanding that in this industry, it really isn't every man for themselves. um I don't care what company you've ever worked for. the guys at the top are always getting the most money.
00:23:38
Speaker
Yeah. and you start to see as you grow into a leadership position or a management position the breakdown of those overrides and the breakdown of how the money is dispersed and you realize like yo the guy that's putting in the most work is getting paid the less and taking the most deductions And you're just like, that makes no sense.
00:23:56
Speaker
But it's like, dude, I built this thing and I've done this and I've done that. But it's like, dude, you're not on the doors. You're not in the trenches. You're not doing this. yeah So where I came in, I says, dude, like, obviously, eventually you're going to get it to where you're not on the doors as much.
00:24:13
Speaker
But if I ever grow to that position, then I'm going to give the margin. And I'm going to spread the margin because that's allowing the guys in your leadership to be able to to grow. And we talked about it, you know, essentially um before at lunch that, you know, my guys that ah have grown into that position are making ah bigger overrides than I am.
00:24:34
Speaker
hey and And I feel like that that's that's that's fair and that's, ah that's a you know, part of their their growth and, you know, the everybody eating. Right. It allows them to be able to eat. It allows their guys that are under them that allows them to eat and those guys that go out and recruit and grow.
00:24:50
Speaker
But essentially that's, that's what it is, man. It's just allowing a platform that allows everyone to eat in a very real genuine way that you're just so used to this nickel and diamond. Wait, that's true. Cause most, a lot of companies out there, it's just like they recruit a guy and then hand them off to someone. They don't do anything, thats zero support. Yep.
00:25:11
Speaker
And then they're getting these, you know, fat overrides on them. yep But I agree with what you're saying. It's like, if your guys are doing more, if they're supporting them, then why shouldn't they get the bigger override? 100%. You're training them to do that, right? and I'm training them to do that.
00:25:24
Speaker
Training them to do that, helping them to be able to. you know, essentially grow and scale in that way and duplicate the same processes that what we've done here, you just duplicate that over and over again.
00:25:36
Speaker
And so we we do keep a tighter circle in regards to kind of like a, like the team aspect of it this past year, we had half of what we had last year, but it, and that's, and that's fine because sometimes we look at recruiting as this, this massive thing that you have to go out and get a hundred guys every single year.
00:25:51
Speaker
Whereas now we're just focused on real development on, sustainability rather than retention and having to go and retain guys and recruit. You know, you got some leaders out there that they've got a 30 man team and then it's a new 30 man team the next year and then a new 30 man team the next year.
00:26:09
Speaker
Then it's like, that's why, you know, whatever floats your boat. However, we want to create something sustainable to where that 23 can be essentially your core and your foundation that then replicates and duplicates more into that.
00:26:22
Speaker
But at the same time, we're we're we're very selective on on who we we want to bring in and work. like Like you asked me, you know how are you recruiting? It's super organic.
00:26:33
Speaker
What you see is what you get. You want to be a part of it, dude? Come rock with us. yeah And it's those people that reach out to us that appreciate it, that actually stick, rather than the ones that's like, you know and night night Like I told you, dude, um you'll never see on my Instagram story, dude, we're hiring, come work with EBE, opportunity.
00:26:48
Speaker
I'll never do that. yeah um People know who we are, but they know what we're about. And if you want to come be a part of it, come and and join in and come meet with us. Yeah. Well, I love that mindset because yeah, or everyone else like they're pulling teeth to get people to come.
00:27:03
Speaker
Like, oh dude, I'll, I'll pay you a hundred bucks just to show up the meeting. Come check it out. or face Wine and dine. Yeah. But you guys are like the opposite. It's like, come check it out. And yeah, just what I've seen with a lot of your teams is way more abundance mindset.
00:27:16
Speaker
We want to be here. Great. If not, yeah, you can go join another company. Yeah. They don't fit within your organization, within the culture. It's like you're not afraid. You just tell them, like, get out of here, right? Yeah, 100%. Bash your head on the wall. Bash your head on the wall.
00:27:34
Speaker
No, dude. And the ones that do come, um you know, we we ah we do our best to so surround them yeah and, you know, help them to feel – of our family culture and sometimes it's just not a good fit for whatever reason yeah um you can provide the system the culture and everything the necessary tools and resources but at the end of the day um you have to be bought it you have to want it for yourself um and we can't want it more for you than you want it yourself yeah so that's where i feel like you know, people for whatever reason, man, we know how it is, dude. that Like this industry will eat you alive, dude.
00:28:10
Speaker
If you're not going out there, if you're not getting better, if you're not sharpening your acts, if you're not going and putting the work, eventually that momentum will just bury you. Yeah. You know what I mean? I agree. one so Something else we're talking about, too, before we started is just and I know said you almost every week you have a meeting with your guys, yeah especially your leaders. You go through things with them. If you see someone on the team, you're that's kind of down or whatever. you yeah said So where did you get that idea from? And like, how is how do you guys help the team that can do these one on ones?
00:28:40
Speaker
How do you structure that? So I've had a lot of great leaders that I've looked up to in ah my time in door to door. I've been in many offices. I've seen a lot of different styles of leadership.
00:28:52
Speaker
And what I've done over the years is I've taken what I've seen that I've liked and I've implemented that because they say that ah success leaves clues. And what I've done is i've I've watched my leaders over the years and I've seen what they've done.
00:29:06
Speaker
And I've always told myself, dude, if I were to run a team, this is what I would do. Contrary to that, the opposite to that is if I ever run a team, this is what I know not to do. And so just seeing that, man. But for me, ah my mentality has always been an understanding that like not everyone makes it in this industry, man.
00:29:24
Speaker
And people will always remember how you made them feel rather than the things that you've done for them. So just my person and who I am is I genuinely care and love people, man.
00:29:35
Speaker
And i care about them more than I do them going out and getting a deal or them going out and making money for me. I truly want people to feel like they are cared for and they're loved. And that um no matter what, I've 100% got their back.
00:29:50
Speaker
You know what I mean? So that's that's kind of always been my my leadership style. Yeah.
00:29:58
Speaker
That's awesome. What's that? Yeah. Well, no, I can. Yeah, i can tell. I mean, just going out to lunch with you, just barely. We get in there and you like knew instantly what you wanted. You're like leading us to the cafeteria. kick yep it's You can definitely tell that, you know, it's genuine that you're a guy that people just follow. And I'm just going to get whatever this guy's getting. He knows exactly what he wants. And yeah.
00:30:22
Speaker
He's telling our server there that, um, Hey, bring me out the meat without the fat or you're you're getting your head back in the wall. yeah It's Japanese. like I don't think the guy understood what he's talking about. but We have fun with it.
00:30:36
Speaker
Yeah. But, but no, man. Well, Hey, I know you, uh, You've got to run, pick up ah your mom from
Connect with Jared on Instagram
00:30:42
Speaker
a flight here, Jared. But um if people want to connect more with you and i don't um ask you more questions about what you guys got going on, what's the best way to get in touch with you?
00:30:50
Speaker
Hit me up on Instagram, man. At jhigleyi, J-H-I-G-L-E-Y-I. Shoot me a DM, connect with me, and then we could ah we can talk, man. So appreciate you, Taylor. Appreciate the value.
00:31:04
Speaker
ah that you bring to this industry and just your genuine personality and your desires to truly help people, man. It makes a difference. And I know for yourself, you probably learn more about this, you know, and the growth for yourself then than other people do, you know, in this podcast. But I love it, dude. I aspire to be like you and and and doing what you're doing.
00:31:26
Speaker
And hope that we could ah connect again, dude, on an EBE podcast one of these days. Well, yeah, man. Love what you guys got going. And I wish we had a whole nother hour to jam, but I know you got your mom coming.
00:31:38
Speaker
um So, yeah, guys, go ah shoot Jared a DM. Let him know you appreciate him coming on the podcast with us today. And, yeah, I mean, this is the reason I do podcasts so I can connect with guys like yourself, Jared. So.
00:31:50
Speaker
been awesome having you on. And um before we wrap up, any final advice or any final words of wisdom that you could leave with maybe someone that's struggling in solar right now or in a slump or anything like that?
00:32:00
Speaker
Yeah, absolutely. Believe in yourself, man. Believe in your ability to be able to be able to go out and make things happen. I think ah we're all born with an identity to be great. And I think that once you realize who you are um and your true identity um and that you were made to be great, that you will then realize your potential and that if fear ah wasn't a factor or anything that's holding you back, you could go and do really anything that you want.
00:32:31
Speaker
And that's why I'm grateful for this industry because we literally can go and make a lot of money out of thin air and we have the ability to create. We're recession proof, so it doesn't matter what market you're in. You can go out and literally make it happen, but it all starts with that belief in yourself and understanding and and really honing into your true identity.
00:32:49
Speaker
Find out what that is. If you're struggling with that, ask yourself, do I know who I really am? Yeah. And really dig deep, man. It's a lot of lonely nights. A lot of people see the big money and, you know, the successes and the, you know, accolades, but not a lot of people see that mentally and emotionally and whatever, you know, we go through a lot, man.
00:33:11
Speaker
and it And it takes a lot. So. ah that That's what I would share with you guys, man. Jared, thanks again for coming on. For our listeners, remember, if believe in yourself, dig deep, just like you're saying, never give up, and then you can have success. Maybe not 23 deals in a week like Jared, but you can have success too.
00:33:28
Speaker
Thanks again for coming on the podcast, Jared. Appreciate it, brother. yeah Thank you. So some of you already know that I run my own door-to-door sales team here in San Diego. And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
00:33:43
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage. Then we discovered an app called SolarScout. But it's not a door-knocking app. It's a data platform that shows us who is likely to go solar in our market.
00:33:56
Speaker
It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
SolarScout App Promotion
00:34:06
Speaker
It's been working for a lot of teams across the country and now I'm on board too.
00:34:11
Speaker
I'm going to be one of the first to use SolarScout in San Diego so I decided to partner up. but I told them, hey, if I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:34:21
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up That's solarscout.app forward slash Taylor. Okay, back to the show.
00:34:37
Speaker
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00:34:48
Speaker
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00:35:00
Speaker
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